Trade Intelligence Logo

• Understand how your business and your retailers/wholesalers generate income and profit to build robust, sustainable, profitable commercial propositions for mutual benefit
• Embed the terminology and methodology of trade maths calculations in everyday thinking
• Engage with more confidence in commercial discussions with sales/key account teams
   

• Key Account Managers
• Customer teams
• Sales teams (Divisional and Regional Managers)
• Buyers

• Understand the commercials of customer management:

- Income statements – yours and your customers’
- Margin management levers

• Know how to do retail maths equations 
• Knowledge and skills:

- For more commercially focused customer propositions 
- To leverage value propositions without devaluing brands – mutual profitability

The Context

• Impact of financial decision making
• Income statements – yours and your customers’

Retail Productivity and Profitability

• Understanding the importance of a retailer’s key financials – applying basic financial statement concepts
• How retailers improve profitability – trading terms and managing the margin mix
• Customer cost drivers – cost of money, investment buying, inventory management, stock efficiencies, gross margin return on inventory investment (GMROII), etc.
   

Price Increase

• Understanding the 1% – pricing

Promotional Effectiveness

• Effective promotion calculations (rate of sale)
• Steal effect calculator on total category for the commercial argument

Applying Business Financial Practices

• Implementing, tracking, improving